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Negotiation Review Session

Terms in this set (25)

This approach to bargaining has claiming value as its goal.
distributive bargaining
This technique involves neutrally restating in your own words what the speaker has said
Active Listening
This rule states that we should try to repay, in kind, what another has provided us.
Rule of Reciprocity
The difference between the two different reference points is known as the
Zone of potential agreement
Robert Axelrod advises that in order to avoid being exploited in a negotiation we should start cooperatively, then do this.
Respond in kind
In any negotiation, 3 domains are in play; substance, process and this.
Relationship
This principle posits that we determine what is correct by finding out what other people think is correct
Principle of social proof
The three approaches to resolving conflict involve the determination of power, rights, and this
interests
'Going below the line' means discovering as many of these as possible.
Underlying interests
Its the most important move in a negotiation
Opening offer
Cooperative/Integative Bargaining involves doing this to the 'pie'.
Expanding the pie/creating value
You may wish to end the negotiation when the only available options are worse than this.
Your BATNA
Compromising between two stated positions is which type of negotiation strategy
Distributive
Of the three approaches to resolving conflict, this approach generally takes the longest
Power
External criteria against which to measure possible agreements.
Standards of legitimacy
Those things that drive people to take the positions they take
interests
This type of hardball negotiation tactic is known as 'Boulwarism'.
Take it or leave it
Broadly applied standards or guidelines about what is right or wrong in a particular situation.
Ethics
The approach to ethical reasoning based on your personal convictions
Personalistic
The approach to ethical reasoning based on best results
end-result
In addition to knowing your goals and interests, you should estimate those of this person
your negotiating opponent
Identifying the 'Bargaining Mix' means knowing what these are.
The issues
Also known by its acronym, BATNA
Best alternative to a negotiated agreement
A strategic communication process to get a deal done or resolve a problem
Negotiation
The fact that every negotiation involves strategies of both distributive and integrative bargaining means it is this kind of exchange
Mixed motive exchange
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